Information, ideas, tips…the articles for professional advisers which I spotted this week that generate fresh thinking or a deeper understanding of issues are provided here as a quick readers digest for professionals who are looking ahead.
These are the highlights from the week that you should stop and read, as they are the best I’ve seen.
There is so much good information for professional services made available each week, much of which I share, that it is very easy to forget to pause and reflect.
Each week I select the best handful and give them Tony’s BIG Ticks as being the ones that made me pause and reflect, or think further. They are sometimes thought-provoking, perhaps insightful, maybe a great sales or marketing idea or sometimes just incredibly topical.
Advisers are often lacking a clear pricing structure, and merely emulate what the majority of others are doing. The problem with that is that it leads to a cost-comparison-race-to-unprofitability….
Letters and acronyms may not help much, but the research is in showing that the titles we use do indeed matter very much to consumer perception..
“Traditionally, having ‘too many’ clients was rarely a problem – as advisors just focused on their best clients for repeat business opportunities – but in the modern relationship-driven model, all advisors will eventually reach a point where they simply don’t have the capacity to take on more of those ongoing relationship clients and continue to grow the firm. In other words, the advisor has reached a ‘Capacity Crossroads’, and must make a conscious decision about the path to pursue next…”
You KNOW this applies to you….
The answer to the question is “Behavioural Coaching”. But you should read on to find out why…from a guy who is building and running a robo-advice business…
“Financial advisors are a lot like any other employee when it comes to compensation. They need to have their value acknowledged, to be fairly compensated for that value and to clearly understand how their compensation is determined and calculated…”